Prepping Your Pitch - Amazon Web Services... · 6/13/2017 · • Max 7-minute pitch • Slide deck format • 7-part pitch structure • Target audience: your sponsor/other org.
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Swap Meet #4
Prepping Your PitchInnovation Catalyst – June 13, 2017
In partnership with…
Program Timeline
Center for Care Innovations 2
We Are
Here-ish
Agenda
Center for Care Innovations 3
- Showcase details (Laura)
- Pitching tips + a Catalyst story (Akilah)
- Pitch structure + example (Chris + Veenu)
- Q&A
First-ever(!) Catalyst showcase:
The DEETS
Center for Care Innovations 2017 / 5
Showcase Details
Logistics
• UCSF Conference Center, SF• 9:30AM• 4 breakout rooms, 5 teams/room• 15-20 attendees in each pitch
session-Your Catalyst peers (~13)-Catalyst team sponsors (~3)-Guest pitch reactors (~2)
• Pitches will be video-taped so you can share with your colleagues
Format
• Max 7-minute pitch • Slide deck format • 7-part pitch structure• Target audience: your
sponsor/other org. leadership• Pitch goal: Effective, concise,
compelling articulation of a need, how you plan to address the need, and what value your solution could provide.
• 7 minutes for feedback & questions from sponsors & guest reactors
Center for Care Innovations 2017 / 6
Pitch Goal (deconstructed)
Effective, concise, compelling articulation of a need, how you plan to address the need, and what value your solution could provide.
It’s more about how you pitch, than what you pitch.
• Clarity of the problem• Clarity of the solution your recommending• Is it worth doing?
-Clarity of the value your solution offers and what problem(s) would go unaddressed without it
-General understanding of solution’s feasibility
Center for Care Innovations 2017 / 7
What to Prepare
Bring artifacts from your design research & analysis, co-design sessions, and prototyping.
• Photos• Physical artifacts (e.g. a
storyboard, a prototype)• Don’t create new collateral!
Collect information about/analyze your target audience.
What do your sponsors and organizational leadership care about?• Budget? (Is there a cheaper way of
doing this?)• Workflow?• Staff time?• Unintended consequences (e.g. new
pain points)?• What other solution alternatives did
you consider?
Address these in pitch or have answers ready for Q&A.
Dr. Akilah Cadet, MPH
Pitch Tips
Use Visuals
Be Clear
• This is clear• People can see
this• You can read me!
• This not clear, but it is okay because I really want to get my point across!
• And the more points, then you know that I know what I am talking about.
• I know you want to read all of this an it is really, really, really, easy to read right.
• Aren’t you glad I put all of this information on the slide.
• You totally want to support my ask, I know it, because you now know everything you need to know even the stuff you do not need to know!
Frame First
Be different
• Be you• Highlight that really cool thing• Connect the dots• Think about Q & A
Background
• 2014-15• SFDPH• Two Catalysts• Implement Workforce Survey for ~10K• Develop strategy• Never done before
Super Short Pitch Story
Problem
• No clear direction for the workforce experience• Unknown needs of a growing workforce• Multiple entity specific surveys• Unknown number of employees
What do we need to improve the workforce experience?
Solution
• Co-design actions in response to problemareas/results from workforce experiencesurvey.
• Training and Workforce DevelopmentCommittee
• CCI Catalysts
Co-Design
Short Term Solution
Need (Ask)
“This is ridiculous!” to “This is because of Alecia and Akilah!”
Real Outcome
• Efforts reviewed by the city/county fiscaldepartment
• Three positions were created to develop thefirst time ever Workforce Department
• It took lots of time! 2-3 years!• Innovation was used with Breast screening,
Ambulatory Care Clinics, a Maternal ChildHealth (innovation is infectious!)
Remember…
• Be clear• Have a defined ask, depending on your crowd
provide options• Give them an opportunity for feedback or
participation• If they cannot help, ask who they suggest you
connect with
Catalyst Training: Session 2 | 2017 | Center for Care Innovations 78
Making a Compelling PresentationGain support for your solution
Even if you originally secured permission, it is your
responsibility to build support for you project over time.
Too often, lack of communication skills leads to questioning
your efforts more than supporting them.
Building support
Catalyst Training: Session 1 | 2017 | Center for Care Innovations
Taking advantage of our natural predisposition for
story telling, a narrative structure tuned for innovative
projects, greatly improves your probabilities of
gaining support.
Use a narrative structure
Catalyst Training: Session 2 | 2017 | Center for Care Innovations 81
The 7-part innovative project story
1. Describe the desired future
2. Show why it isn’t currently possible to have
3. Share what you learned from research
4. Describe 3 or 4 parts of your solution
5. Articulate the benefits of doing so
6. Present the negative impact of not pursuing
7. Ask for specific support
Catalyst Training: Session 2 | 2017 | Center for Care Innovations
Catalyst Training: Session 2 | 2017 | Center for Care Innovations 82
An example
Catalyst Training: Session 2 | 2017 | Center for Care Innovations 83
Behavioral health integration
Catalyst Health System seeks to have seamless integration between clinical and behavioral care.
• Widely recognized that addressing behavioral health improves clinical outcomes
• Reduced costs
• Improves patient satisfaction
• Improves provider and staff engagement
Catalyst Training: Session 2 | 2017 | Center for Care Innovations
1. Describe the desired future
Catalyst Training: Session 2 | 2017 | Center for Care Innovations 84
Current practice is far away
• Clinical and behavioral providers don’t work together
• Our practice hasn’t acknowledged the need
• Lack initiatives to understand the opprotunity and challenges
Catalyst Training: Session 2 | 2017 | Center for Care Innovations
2. Show why it isn’t currently possible to have
Catalyst Training: Session 2 | 2017 | Center for Care Innovations 85
But we took a look
• Engaged current providers and staff
• Documented clinical and behavioral visits
• Brought in patients to discuss their experience
Catalyst Training: Session 2 | 2017 | Center for Care Innovations
3. Share what you learned from research
Coordinating visits
Integrating systems
Cultivating awareness
Catalyst Training: Session 2 | 2017 | Center for Care Innovations 86
4 initiatives to integrate behavioral health
1. Behavioral health basics for all
2. Information system therapy
3. Mind and Body patient campaign
4. Workflow mapping project with providers
Catalyst Training: Session 2 | 2017 | Center for Care Innovations
4. Describe 3 or 4 parts of your solution
Catalyst Training: Session 2 | 2017 | Center for Care Innovations 87
Benefits for Catalyst Health Systems
1. Simplified practice and schedule
2. Improved population outcomes
3. Become provider of choice for patients and staff
4. $125k net bottom line improvement
Catalyst Training: Session 2 | 2017 | Center for Care Innovations
5. Articulate the benefits of doing so
Catalyst Training: Session 2 | 2017 | Center for Care Innovations 88
Penalties grow if we fail to act
1. Re-admittance penalties continue to grow
2. Lose patients from referrals to outside
3. Declining patient satisfaction
4. Increased staff churn from frustration
Catalyst Training: Session 2 | 2017 | Center for Care Innovations
6. Present the negative impact of not pursuing
Catalyst Training: Session 2 | 2017 | Center for Care Innovations 89
Next steps - pilot initiatives
1. Secured provider participation — we need your OK.
2. $7500 to secure temp behavioral health staff
3. Monthly 1-hour all-staff summit to pilot behavioral health basics for all
4. Go ahead for IT integration assessment and prototype
Catalyst Training: Session 2 | 2017 | Center for Care Innovations
7. Ask for specific support
90Catalyst Training: Session 2 | 2017 | Center for Care Innovations
Presentation Narrative Worksheet
Questions?
What’s Next?
Real Talk w/ LB: Now thru 6/30
Submit your Milestone 2 Video and worksheet by 6/23
See you on the 27th in SF!
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